Kickstarting Client Conversations

Summary of Course Outline

88% of executive buyers want a conversation not a presentation.

What is the greatest constraint of any business – getting NEW business.

Relying upon your existing customer base will not build your business you must widen your net.

It’s been proven the quickest and most efficient way of increasing your business network is simply by picking up your secret weapon – your phone!

By doing this course you will get the ability to:

1. Have the self-confidence to pick up the phone and start a conversation with a cold or warm prospect.

2. Know what to say when you start a conversation with a prospect.

3. Fill your calendar with face to face meetings an important part of building a relationship.

The only thing you are sharing over the phone is the “next step” in building that relationship. For example a follow up meeting, email, further conversation or closing the deal. What is the next step?

There’s 12 modules each lasting around 15 minutes. Each has a golden gem that you can use immediately to increase your sales and initiate the “next step” with your potential customer.

Introduction – Building human capability for an ever changing business landscape through effective conversations.

• Do you have the self- confidence to pick up the phone and start a conversation?

• Do you know what to say?

• Do you know how to ask for an appointment?

What are your major challenges when starting a conversation with a business prospect? Let’s discuss them together!

Let’s work together in smart ways to best address the challenges you have listed. It’s about getting more out of your leads today and tomorrow!

Time Management – maximizing your calendar activity to reach your desired cash flow level. Your cash flow follows your calendar.

Facing Rejection – the Yuck Factor.

• How to build resilience as a business owner and a professional in your field.

• Developing strategies and techniques to overcome disappointments!

• Remember, No is the start of the conversation!

• Always be Giving before you Ask for anything in return!

• Let’s list all the things you can give.

• Become a differentiator in the market place by Giving before Taking!

• Keep your competitors at bay with these innovative ideas.

• What are the top personality traits to be a great communicator.

• Let’s do a deep dive and explore how to switch on your personality in conversation.

• Likeability is a big part of winning new business.

• It’s a building block in building solid relationships.

Re-engaging with your database.

Why your database is just like a pasture of cows – it needs constant milking to really be worth anything of value!

Are Gatekeepers your allies or your foes?

Do you really understand the dilemma of the gatekeeper?

Learn strategies and techniques for overcoming his or her objections to letting you through!

The importance of implication questions.

What are the types of questions you need to ask to create Desire, Want and Need!

Draft your Script – Then toss it!

The roadmap to a great conversation

Planning the conversation is the key to your success

A fantastic recap on all the topics covered in this program.

A testimonial from David Rayward who completed the Kickstarting Client Conversations program via SKYPE.

Myth #1: Cold Calling is a Numbers Game

Fact: False. The callers who are getting great results are not calling large numbers of people. In fact, clever salespeople are creating well-targeted lead generation lists and calling prospects who they believe are a good fit for their business. With correct professional training Business Development Managers, Start-up entrepreneurs and anyone with lead generation strategies can achieve four new sales appointments from calling ten qualified leads. Research suggests having four new sales appointments each week over a year can potentially reap 83 new customers per year. That’s certainly something to smile about!

Please join me to further unlock more of the Myths around Cold Calling in my program called the Top 10 Cold Calling Myths debunked. I am very proud to also release within this program a LIVE recorded presentation.  I am on the mentor team with Dale Beaumont -as part of the Business Blueprint team. This presentation was in front of an audience of over 200 people. You will find it here on Udemy under my name Odile Faludi.